Influencer: The New Science of Leading Change, Second Edition

by Joseph Grenny

So Dr. Silbert focuses on changing behaviors, not on preaching homilies. And, once again, a few behaviors, not dozens. In Silbert’s words: “You can’t succeed by trying to change 20 things at the same time!” So Silbert made a study of the behaviors that needed changing, hoping to find a couple that would provide focus and leverage in transforming criminals into citizens. After working with over 16,000 felons, Silbert is now convinced that just two behaviors open the floodgates of change. If you focus on these two, a whole host of other behaviors, values, attitudes, and outcomes follow. Silbert explains how it works. “The hardest thing we do here is try to get rid of the code of the street. It says: ‘Care only about yourself, and don’t rat on anyone.’ However, if you reverse those two behaviors, you can change everything else.” James elaborates: “Helping residents learn to confront problems is essential. We’ve got Crips, Bloods, white supremacists, Mexican Mafia, and every other gang here, and they’re all bunking together. As you might imagine, the tension runs high. Everything we try to change in here is about getting rid of the gang culture.” With this in mind, Silbert targets two high-leverage behaviors that help residents talk in ways that eventually destroy the gang culture. First, she requires each person to take responsibility for someone else’s success. Second, she demands that everyone confront everyone else about every single violation or concern. To transform thes...